Client Successes
Building Effective Call Strategies for a New IT Product
The Challenge
A global information technology company was preparing to launch an innovative new IT infrastructure solution. To approach target accounts successfully, it was imperative that the sales force select the best decision-maker for this offering and focus on the pain points most relevant to that decision-maker. In addition to training on product features and benefits, the sales force needed guidance on who to target and the most effective messaging to use with each prospect based on his/her role. With the product launch imminent, a solution was needed on a very tight timeframe.
The Solution
The client contracted with iQue Group to develop a 20-minute e-scenario to help the sales force develop effective call strategies aimed at securing appointments with the right prospects. This simulation required the learner to choose the best prospect from among three different roles and the right messaging for the chosen target. For each decision made, the learner received feedback on why it was or was not the best choice and what a more effective choice might be.
What our client had to say...
“iQue Group proposed a solution that would work within our timeframe and matched our needs with the right technical resource. We were extremely pleased with the final product; it was beyond what we expected, especially given such a tight schedule. And the level of utilization of this solution within the company far exceeded our expectations. We’ve worked with iQue Group on other projects as well, and they always provide a high-quality product that meets our needs.”
